Raunaq Singhania

In my role as a Strategic Partnership Manager at Builder.ai, I specialize in cultivating new partnerships and constructing a robust partnership ecosystem for Builder.ai. My primary responsibility is to cultivate and nurture relationships with key partners, fostering mutual business growth. My focus involves actively identifying and pursuing strategic partnership opportunities within the dynamic technology sector. Leveraging a profound understanding of Builder.ai's capabilities, I collaborate with potential partners to harmonize their objectives with our innovative solutions.

My duties encompass the formulation and negotiation of partnership agreements, ensuring they are mutually advantageous and aligned with the long-term vision of both parties. I have a proven ability to create win-win scenarios that drive revenue growth and enhance market presence through strategic collaborations.

Develop and manage Channel, Federal & Technical Partners across North America, ANZ and Europe.

• Built new Distributors and Reseller relationships and strengthened Channel relations globally by optimizing partner margins, enablement, onboarding, and legal contracts & processes.
• Managed $22M ARR book of business, delivering an 18%YoY growth.
• Spearheaded strategic alliances with technology partners such as ServiceNow & Akeyless. resulting in introduction of joint product offerings and expanding market presence through 2 technical integrations with Secrets Management and CRM companies.
• Collaborated with Product Management and Partner Marketing to identify ISV's, System Integrators (SIs), and Managed Service Providers (MSPs) for technical and marketing integrations.
• Assisted Federal/Public sector partners in leveraging our offerings with the US government, collaborating with large public sector partners on joint marketing strategies to promote Chef
• Achieved an overall year-over-year growth of 15% NET ARR in partner revenue from FY21.
• Managed Gross ARR of over $22 million in partner revenue, overseeing renewals, expansions, and new bookings.
• Facilitated channel engagement to support territory sales goals, assisting the sales team with deal expansions and reducing time to Close-Win opportunities.
• Curated Joint Marketing Programs (JMPs) with partners- Roadshows, Webinars, Solution Workshops.
• Developed business strategies and Joint Sales plans for partners to target new customers & regions.
• Collaborated with cross-functional teams to address high severity escalations related to support, margins, and legal matters.
• Contributed to the development of a new Customer and Partner Enablement Program, revamping solution messaging to improve product adoption.
• Successfully managed partners in multiple regions, including North America (NA), Australia and New Zealand (ANZ), Europe, and India.
  

Fostered relationships with clients and key stakeholders within Partners and Customers, conducting Quarterly Business Reviews (QBRs), managing resources, and leveraging assets to achieve qualitative and quantitative targets.

• Successfully managed over $12 million in overall Partner Business, serving as a Single Point of Contact (SPOC) for partners and their key customers, driving KPIs such as Expansion, Cross & Upsell, Renewals, and Churn Reduction.
• Played a key role in increasing partner revenue by $3 million.
• Expanded product adoption by creating marketing use cases and case studies in collaboration with partners, resulting in their publication on our website and social media channels.
• Managed critical Professional Services engagements for partners, providing regular status updates on Support cases, technical challenges, and product issues.
• Cultivated positive Customer and Partner relations by establishing a Center of Excellence (COE) team to address Sev 1 escalations and promptly resolve product-related issues.
• Drove business expansion by gathering inputs from customers and partners, collaborating with product engineering and Technical Account Managers (TAMs) for feature prioritization aligned with the product roadmap.
• Collaborated with Key Stakeholders, Project Managers and TAM's to ensure seamless service delivery, actively resolving critical support and product issues.
• Unlocked the business benefits and applications of emerging technologies by aligning them with the product roadmap, driving the promotion and adoption of new Product Releases.
• Developed comprehensive success plans for partners and conducted QBRs, resulting in a significant 27% growth in bot consumption.
• Scheduled face-to-face meetings with key stakeholders to influence new opportunities, address concerns, and develop strategies to drive consumption and reduce churn.
• Proactively encouraged partner participation in events like Imagine, where they could sponsor booths, volunteer for keynotes, promote success stories, use cases, and conduct workshops with a large audience.
• Achieved high scores in Net Promoter Index (NPI) and actively drove the Customer Loyalty Program (CLP) for these accounts.

• Relationship Management: Cultivated and maintained robust relationships with a diverse portfolio of 75+ customers, in the NA region serving as their primary point of contact for addressing their needs and concerns.
• Onboarding and Adoption: Led the onboarding process for over 50 new customers, ensuring seamless transitions and successful adoption of products or services and support.
• Developed and implemented customer-centric programs aimed at enhancing relationships, driving adoption, and ensuring customer satisfaction to maximize retention, expansion, and minimize churn.
• Created and implemented programs to promote process standardization, including best practices, customer onboarding, and success planning.
• Defined and executed processes to engage customers effectively, driving business growth and soliciting feedback to improve customer satisfaction scores (CSAT/NPS).
• Provided training and mentorship to team members, fostering productivity and commitment, while formulating best practices for the North America Customer Success Manager (CSM) team.
• Designed and implemented operational processes that aligned with business goals, enabling scalability, particularly through the development of tailored success plans for Diamond customers.

• Deploying, managing, and operating scale, highly available, and fault tolerant systems to AWS.
• Experience with VPC, EBS, AMI, SNS, RDS, Cloud Trail, Cloud Formation, IAM, S3.
• Extensive experience focusing on services like IAM, S3, ElastiCache, SNS, SQS, Amazon Glacier.
• Cloud migrating On-Premise network to Amazon Cloud Services and Private Clouds, using Cloud Formation templates, AMI's and other AWS resources.
• VMware Workstation - Deploying and architecting VM’s